B2B Marketing Traction

DECEMBER 16, 2014

Yes they may have experienced a conservative buying experience in their B2B career. But your buyers are first and foremost human , and the way they buy consumer products has changed. They consult their peers and look at others’ reviews before they buy. People buy based on their emotions. They want stories.

B2B Marketing 100

B2B Marketing Peer-to-peer Planning B2B 100

B2B Marketing Traction

OCTOBER 12, 2012

The Internet is the disruptive innovation that has changed how people buy things. Someone who wants to buy a product or service now has a whole world to shop in (online) or at least to investigate what they want to buy before they buy it. resources before making a buy decision. ( a stimulus like an ad, 2.)

Internet Marketing 100

Internet Marketing Pricing Price Consulting 100

B2B Marketing Traction

JUNE 25, 2014

Not only for revenue from ongoing sales, but importantly for brand advocacy. Ongoing marketing to your customers must be done with a clear understanding of who they are, what they need, and how and what they may buy again. In your customer marketing you must add value and be there when the customer needs to buy more.

Loyalty 100

Loyalty Brand Identity Branding Customer Satisfaction 100

B2B Marketing Traction

MARCH 21, 2012

You paid for search engine optimization (SEO), email and direct mail campaigns, trade shows, perhaps even advertising campaigns to get leads for your sales department. You may have qualified the leads before the great hand-off to sales, who worked with the lead through the sales cycle.

Paid Content 100

Paid Content Top of Funnel B2B Marketing Planning 100

B2B Marketing Traction

JULY 12, 2013

In 30 years of sales and marketing I’ve dealt with a lot of CRM (Customer Relationship Management) systems. Marketing Soapbox b2b marketing sales social media' I’m tired. After working on one such system yesterday (I will name no names), I popped onto one of my favorite Twitter chats – #B2Bchat.

CRM 100

CRM Ideal Customer Profiles Buying Cycle Social Media 100

B2B Marketing Traction

SEPTEMBER 18, 2015

For these companies, a decision to buy their product would probably come down to price, unless a buyer could discern a material difference in the product. Why do your customers buy from you? I’ve seen many companies think that their customers buy their product because of price. But there may be other reasons they buy.

Social Media 100

Social Media Positioning Social Marketing Media 100

B2B Marketing Traction

NOVEMBER 22, 2013

Today more thank ever, buyers want a human experience from the brands and businesses they buy from. Some of the most successful sales, marketing and business people fostered great relationships with customers and colleagues. But people buy from people they like. To the inventor or engineer, the product or service is the story!

B2B Marketing 100

B2B Marketing Planning B2B Advertising Agencies 100

B2B Marketing Traction

JANUARY 27, 2011

What is it about the pitch that makes us want to buy? The pitch can feed an emotional buy and lead us to act based on intuition not facts. We buy in, perhaps see a flurry of activity in advertising, search engine optimization, web site updates or whatever tactics were sold in the pitch, and we feel good. Did you buy?

Advertising Agencies 100

Advertising Agencies Paid Search Agency Marketing Proposals PR 100

B2B Marketing Traction

APRIL 30, 2014

CMOs need to focus on relationships, not just sales. The first thing that has to shift is CMO’s belief that the sale is their objective. Customers want to feel valued when they are in their buying process as well as when they use a product or service. The CMO reach must go through the entire supply chain.

CMO 100

CMO Social Media Media Correlation 100

B2B Marketing Traction

OCTOBER 28, 2011

You know, the kind where the seller lets you know one way or another that if you don’t buy their product or service you’re going to lose out. I started my career in sales in the ERP software industry and went through some sales training – Xerox’ Personal Selling System and Solution Selling. Provoke them?

Cost 100

Cost Consulting Training Pricing 100

B2B Marketing Traction

FEBRUARY 22, 2011

Are you getting more traffic, but no return on your investment in the form of sales revenue? How do you get web site visitors to convert to customers and generate sales? Is there a way for a visitor to your site to take some action short of buying now? If they’re not ready to buy now, how can they stay in touch with you?

PPC 100

PPC B2B Traffic Newsletter 100

B2B Marketing Traction

MARCH 13, 2012

I encourage my clients to think about the daily conversations they have in sales, customer service, with the media and within their industry. Sales conversations and presentations – your salespeople are the front line to customer needs and wants. Explain why they should buy your service and what it is instead.

Blogger 100

Blogger B2B Sales Case Study Case Studies 100

B2B Marketing Traction

DECEMBER 2, 2013

Provide a branded promo item related to online buying (a mouse pad, a computer screen wipe, a wrist rest). Don’t “Cyber-Monday wash” by slapping the words on your sales email, hoping to pick up traffic or a couple of transactions. Note that all of the above ideas add value for your customers and prospects.

B2B Marketing 100

B2B Marketing B2B Inbound Marketing B2B Sales 100

B2B Marketing Traction

JUNE 7, 2011

Marketing is not graphic design, advertising, PR or sales. A good distinction between sales and marketing is that marketing makes your phone ring, your email in-box fill up and helps engage customers in the buying cycle. Sales closes deals.

Marketing Management 100

Marketing Management Buying Cycle PR Marketing & Strategy 100

B2B Marketing Traction

OCTOBER 17, 2011

If you understand your buyer’s buy cycle, you can calculate exactly what you need to spend in order to generate the revenues you need. Then, knowing your average sale and conversion rate, figure out the number of leads it will take to generate the science. Yes, marketing can be scientific!

Marketing Budget Creation 100

Marketing Budget Creation Marketing Budget Spending Planning 100

B2B Marketing Traction

JANUARY 16, 2014

The role of the CMO has changed dramatically in the last six years as companies struggle with new buying paradigms and increased competition. They need to have a seat at executive management meetings along with sales, finance and operations. I met with several marketing professionals last night to discuss a pending CMO search.

CMO 100

CMO Marketing Analytics Tools Paid Search Agency Work Management 100

B2B Marketing Traction

JANUARY 19, 2010

Part 2 : Engage prospects as they follow your conversation and gather buying data, all the while measuring their activity and interest. Part 3 : Recognize prospects’ buying signals and have the right resources and additional information to close the buying process. Why is this important for B2B marketers?

Inbound Marketing 100

Inbound Marketing B2B Marketing B2B Paid Search Agency 100

B2B Marketing Traction

OCTOBER 30, 2015

But, you say, “ I’m a small business, and I don’t do sales transactions on my site. Don’t buy a bad template or plugin! This is one reason you may want to buy your template instead of using a free one. But, here are some of the nightmares that I’ve seen: 1. Why would someone hack my my site?

Template 100

Template Marketing Websites Design Google 100

B2B Marketing Traction

MAY 11, 2015

This is something new that probably many people have noticed but just haven’t gotten around to buying for themselves. At a certain point in your sales cycle when it’s key to get prospects to listen to your message about why you’re different or to watch a video of your best customer testimonial.

Promotion 100

Promotion Campaigns B2B Marketing Product 100

B2B Marketing Traction

MARCH 26, 2010

People buy from people they know, like and trust. Twitter extends your reach and puts you in front of prospects with value-add statements that support their buying cycle on a regular basis. Twitter extends your reach and puts you in front of prospects with value-add statements that support their buying cycle on a regular basis.

Trust Marketing 100

Trust Marketing Twitter Buying Cycle Paid Search Agency 100

B2B Marketing Traction

MARCH 23, 2012

They want someone they trust to tell them what to buy. If you do have PPC campaigns running, make sure that someone is not only monitoring traffic but also measuring conversions (sales). They don’t want to have to narrow down millions of search results (many of which are often irrelevant or spam) to find what they need.

PPC 100

PPC B2B Marketing B2B Online Lead Generation 100

B2B Marketing Traction

DECEMBER 30, 2013

It’s a great example of creative marketing, leveraging a fan base and followers on social media as well as using the element of surprise that resulting in record-breaking sales on iTunes. Who will buy your product or service? But, you say, businesses don’t have fan bases! Connect to the right people on social media.

Web 2.0 100

Web 2.0 Planning Business Advertising Agencies 100

B2B Marketing Traction

MAY 1, 2013

In a Sales & Marketing Management article 5 Steps to the Most Influential Customer Communications , author Michael Cannon points out that typical product launch plans fail to answer the question of why prospective customer should buy. Read more in my previous post, Why Product Launch Plans Need to Include Social Networking.

Planning 100

Planning Product Buyer Personas Campaigns 100

B2B Marketing Traction

FEBRUARY 1, 2011

What is their buy cycle (not what is my sales cycle)? .” We need to put our feet in the shoes of our existing and potential customers. Who are they? Where are they? What are they thinking and feeling? What do they need?

Television marketing 100

Television marketing Trade Show Buying Cycle Sales Cycle 100

B2B Marketing Traction

MAY 18, 2011

But a big question B2B marketers have is “What content do I give away, yet not give away the store (and potential sales revenue)?” Give away as much as you can without diluting sales revenue. ” The answer comes down to three questions B2B marketers can answer for their buyers.

B2B Marketing 100

B2B Marketing Online Marketing High Quality Lead Planning 100

B2B Marketing Traction

JULY 1, 2015

Switching to advertising in a nationwide publication resulted in a sale to a large corporation headquartered in another state. There are always new studies coming out about new buying behavior, how we think and how attitudes are changing. Are there new opportunities we can leverage? What do our customers need?

Planning 100

Planning B2B Marketing B2B Buyer Personas 100

B2B Marketing Traction

NOVEMBER 12, 2010

Have you ever bought a product or service where you were excited about your decision to buy (maybe after a rigorous buying process), only to be very disappointed by the delivery? It happens all the time.

Service 100

Service Analysis Class Education 100

B2B Marketing Traction

MARCH 29, 2012

Then, because the software company knows that 70% of trade show leads never get followed up on, in two days Joe gets a phone call from the company’s sales rep. At the end of the webinar, the rep offers an incentive to buy the software within one week. Joe signs up and attends the webinar.

B2B Marketing 100

B2B Marketing Trade Show Planning Paid Search Agency 100

B2B Marketing Traction

NOVEMBER 23, 2010

Buyers have changed the way they buy. Now that product that may have been a cash cow for a while can generate sales for a very long time at a very low marketing expense. With the Internet the way in which people buy has radically changed. If there’s anything constant with marketing in the last ten years, it’s change!

Paid Search Agency 100

Paid Search Agency Trends Work Management Marketing Management 100

B2B Marketing Traction

SEPTEMBER 21, 2010

In our current economic environment, trade shows are suffering even more because marketing and sales departments are cutting out shows they’ve attended for years. We want to buy from human beings, not from the Internet. One expensive tactic on the chopping block for a lot of companies is the trade show.

Trade Show 100

Trade Show Trends B2B Marketing B2B 100

B2B Marketing Traction

SEPTEMBER 21, 2010

In our current economic environment, trade shows are suffering even more because marketing and sales departments are cutting out shows they’ve attended for years. We want to buy from human beings, not from the Internet. One expensive tactic on the chopping block for a lot of companies is the trade show.

Trade Show 100

Trade Show Trends B2B Marketing B2B 100

B2B Marketing Traction

MARCH 12, 2010

The growth stage of the marketing product lifecycle offers great opportunity for sales, but it is a stage of increasing threat as more competitors come into the market. The marketing spend may increase during this stage, but the sales volume should increase as well. Growth Stage of Marketing Product Lifecycle.

Inbound Marketing 100

Inbound Marketing Marketing Budget B2B Marketing Product 100

B2B Marketing Traction

JUNE 4, 2015

Your sales people and your executives probably tour visitors around your company on a regular basis. If you offer services, create videos that describe or dramatize a situation that would warrant a business buying your service (low sales, hazardous materials, computer downtime, etc.). A video of your best sales presentation.

Creativity 100

Creativity Video Marketing B2B Marketing Paid Search Agency 100

B2B Marketing Traction

MARCH 10, 2010

People buy from people they like. sales pitch at the lunch that was intended to “get to know each other? This has been true well before use of the Internet. Remember the boring person who spits when they talk and who cornered you at the cocktail party? What about when you got the overly assertive (aggressive?)

B2B Marketing 100

B2B Marketing B2B Social Networks Opinions 100

B2B Marketing Traction

MARCH 10, 2010

People buy from people they like. sales pitch at the lunch that was intended to “get to know each other? This has been true well before use of the Internet. Remember the boring person who spits when they talk and who cornered you at the cocktail party? What about when you got the overly assertive (aggressive?)

B2B Marketing 100

B2B Marketing B2B Social Networks Opinions 100

B2B Marketing Traction

JUNE 16, 2015

You know where your B2B target audience gets information and how they buy, right? Just when you think you know your B2B buying audience; it’s changed. By 2014, millennials made up almost half of B2B buying decision makers at 46%. By 2014, millennials made up almost half of B2B buying decision makers at 46%.

B2B Marketing 100

B2B Marketing Planning B2B B to B 100

B2B Marketing Traction

OCTOBER 1, 2009

Understand the stages of your prospects’ buy cycle. Do you know when your prospect is most likely to buy? Do you ask for their buying timeframe when they take action? Getting a hard-core sales call when you have no budget and no approval that would allow you to buy is irritating. Don’t do it!

Psychographics 100

Psychographics Campaigns Planning RSS 100